What are the key elements of understanding the mindset of future and potential prospects? We often make cold calls without taking the time to review their profiles on platforms like LinkedIn, Facebook, and numerous other social media platforms, which can provide valuable insights into the person you're calling.
All sales depend on understanding a client's emotional state and how to approach them. People buy items when you have them in an emotional state, not a logical state. When they are in a logical state, it means they are thinking and reviewing everything that you have shared. Why would anyone spend $100,000.00 on a brand new vehicle when a $20,000.00 car provides the same results, getting you from point "A" to point "B"?
There is no single logical reason that dictates you need to spend $100,000.00 on a vehicle. If you can think of one logical reason, please do share it with us. They purchased the vehicle due to an emotional state in which they perceived themselves as unique and superior to others, thereby elevating their status symbol. They bought the vehicle for all emotional reasons, not for any logical ones.
Most people who purchase high-end items struggle to make the payments; however, there are exceptions. If you're wealthy, you can do whatever you want in most cases, but I am talking about the average hard-working "blue-collar" type of people that exist. Therefore, it's crucial to comprehend the type of person you're interacting with and recognize that when you initially engage with a client, their mindset is typically logical. Now you need to convert and shift their thinking to an emotional state.
How do you do this?This applies to any industry that involves selling.It is crucial to have a thorough understanding of your product and substantiated testimonials from previous clients. An excellent sales staff is well-trained and understands that painting a story is the best way to sell anything. People listen to stories and visualize themselves owning that product in their minds. . This approach proves to be highly effective in the automotive industry. People see themselves taking their first trip. What will their neighbors and friends say about the purchase they've just made? It's all about maintaining your status and feeling satisfied with your investment.t.
People will only buy or join your business if they feel you understand their need, have confidence in you as a professional, and trust you and the information you have shared. Understanding your customers' needs is crucial. When you listen to your prospect, you know exactly what they are looking for. It's a well-known fact that individuals prefer purchasing rather than selling. Keep this in mind at all times.
Selling is a process that requires constant updates, ongoing training, and a thorough understanding of the latest developments within your industry. Customers want to feel confident with who they are dealing with, so you need to be as competent as possible with the product you're selling. Why is the initial impression crucial in any human interaction? Understanding your product and its potential to solve or improve a potential client's situation is the key to generating sales in a down market or any other type of market. As sales is an art, some salespeople succeed because they have honed their skills throughout the process.
No matter what you sell, business is about improving your clients and company's lives. When both parties find exactly what they were seeking, it creates a mutually beneficial situation. Referrals to you and your company are always the best source of new prospects. Your reputation as an industry leader gives them confidence that you will solve their problems.
After making a sale, a successful salesperson will follow up with their new client to ensure their satisfaction and identify any issues that require attention. You've just done something that 97 percent of the sales staff never do: make a follow-up call. If the customer is completely satisfied, this is an excellent time to ask for a referral. Simply ask, "Do you know anyone who will also benefit from what you have just purchased?" People love to talk about who they are and what they have. What a concept!
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| Picture taken by (my daughter) Ashley Botelho, somewhere in Colorado |
Consider establishing a unique brand that sets you apart from others in your industry. Would this get your attention? I possess some information that has the potential to improve your prospects and increase your closing ratio.
All the Best,
Joseph Botelho
